Jill Konrath Articles

Winning the Battle of Commoditization - Click To Read Article
If you're like most sellers today, you're looking behind every little nook and cranny to find that one single area of competitive differentiation that will set you or your company apart. You may be begging your product development for something that can't be immediately replicated by other firms. You may be screaming at your marketing for help in getting qualified leads in who are ready to buy your products. Unfortunately, you're looking for salvation in all the wrong places. There is a way to consistently stand out from the crowd ... to become irresistible to prospective customers ... to command premium pricing and your competitors can't get it.

Why "Embracing Rejection" is Stupid! - Click To Read Article
Guess what happens if you embrace rejection as a part of the job and quickly move on to make the next call. You're doomed to repeat the same mistakes over and over. A rejection is a failure. It's a sales call that did not result in a desirable outcome. If you want to get better at selling, it is imperative to analyze your failures to determine if a different approach could have yielded a better outcome.

Value Creation - The New Sales Paradigm - Click To Read Article
We've entered into a new sales paradigm - and most salespeople have no idea that the rules of the game have changed. In this new sales paradigm, sellers must create business value with each and every customer interaction. That's right - value creation is what it's all about! It's the only way sellers can differentiate themselves in today's economy.

Turning Sales Setbacks into Success - Click To Read Article
As sellers, we invariably run into obstacles that are tough to overcome. Learn what top sellers do when they encounter these challenges and how they use them as a springboard to success.

Stop Sounding Like a Self-Serving Salesperson - Click To Read Article
Most people have no idea that by trying to be \"nice\" they\'re actually sounding like all the other self-serving salespeople who are trying to reach a corporate decision maker. It\'s time to wake-up and learn what\'s not working and why. Plus, you\'ll learn many new strategies you can use to crack into corporate accounts.

Slow Down to Speed Up Your Sales - Click To Read Article
After months of trying, you land an appointment with a major account who uses your competitor's products. Then everything starts to go wrong. They tell you everything is fine, even if they're dissatisfied with their current vendor. They rule out doing business with you if your product lacks a minor capability. Your pricing is never good enough. Or they simply thank you for the update and promise to contact you when the need arises. Sound familiar? It's the result of trying to convert long-standing vendor relationships in one sales call.

Preventing Opportunity Leakage - Click To Read Article
It's a great thing when a big company is interested in buying from you. Too often though, you wait and wait to hear back from them about signing the contract. The worse thing is that the longer this goes on, the less likely it is that you can rekindle your prospect's initial excitement. And before you know it, your pending contract has evaporated into thin air as other pressing matters creep up on your prospect's radar screen.

Part II: Can LinkedIn Increase Your Sales? - Click To Read Article
In Part II of this series, eight people share how they use LinkedIn to connect, create sales, and more. For those of you still trying to decide if it's worth your time to be on LinkedIn, it's an eye-opener. For those of you already on LinkedIn, you'll discover great strategies that you might never have thought of on your own.

Part III: Can LinkedIn Increase Your Sales? - Click To Read Article
In this third article of a 4-part series, you'll discover even more ways you can use this tool to create more opportunities, connect with decision makers and win more business. Again, real sellers and real results!

Part IV: Can LinkedIn Increase Your Sales? - Click To Read Article
Check out these resources to learn more about how you can leverage LinkedIn to build your business and increase your sales results

Part I: Can LinkedIn Increase Your Sales? - Click To Read Article
Wondering if social media sites like LinkedIn are worth your time & effort? If so, you've come to the right place. When you read this article, you'll discover how others leverage this unique tool to connect, create opportunities and more. Make sure to check all four articles in this series.

Making a Difference - Click To Read Article
\"All customers care about today is price. It doesn\'t matter if your product (service) is better, lasts longer or enables them to do more things. If you don\'t have the lowest price, you lose.\" Sound familiar? I can\'t tell you how many times I\'ve heard discouraged sellers say various iterations of that quote in the past couple years.

How to Stop Losing Sales - Click To Read Article
Have you ever felt that your product or service was an absolute perfect fit for a prospective customer then found out later that you lost the business? If you're like most sellers, you've probably been in that situation more than once. (I have!) Losing a big sale is downright painful. You may also have an overpowering urge to blame the decision makers for making a "stupid" choice or for their failure to see why they should change now. I'd like to suggest an alternative: turn your losses into learning opportunities. Use post-mortem debriefings to figure out how you might have contributed to the lost sale. That's what top sellers do. They assume total accountability for the lost business and then try to figure out how to ensure it never happens again.

Help for Forgetful Sellers - Click To Read Article
If you need to get better organized, check out Sandy - a new virtual assistant that keeps you focused on what's important.

Don't Make this Sales Mistake: Never Call Someone's Baby Ugly - Click To Read Article
Salespeople often create their own sales obstacles - even when they're intending to be helpful. Use this sales strategies and selling techniques to keep yourself in the game.

Beware! Your True Intentions are Showing - Click To Read Article
Filled with passion about their product or service, many sellers unwittingly create insurmountable obstacles that actually derail their sales efforts or delay them indefinitely. Whether you want to or not, you always communicate your intent. Prospective buyers sense it instantaneously and react accordingly. If they feel you have their best interests in mind, they're attracted to you.

Are You Asking Provocative Questions - Click To Read Article
In selling, your ability to ask great questions is highly correlated with sales success. Great questions demonstrate your expertise and enhance your credibility. And, the best questions you can ask are highly provocative – ones your prospects can't possibly answer without seriously considering their business situation. So how do you come up with provocative questions? That's what you'll discover in this article.


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